10 Ways To Have A More Effective IT Sales Conversation

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A good value proposition has three parts, Estis said. First of all, it has to be authentic. Second, make promises that your business can deliver upon, and, third, make a compelling case for change.

"The pain of staying has to be greater than the pain of change," Estis said.

Once the sale is landed, there is a direct and proportional relationship between value and price, Estis said. That is, the higher perceived value that a client takes from your technology to their business, the higher price you can charge for the services.

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XChange Solution Provider 2015 is finally upon us and the timing couldn't be better. The premier channel event is happening March 1-3 in Dallas, bringing together 225 solution provider decision makers from across North America. CRN is at the event to provide news, analysis and a firsthand take from partners.